difficult, not hating; blueprints, not rhetoric; words and simple, but full of love, truth, passion, entrepreneurial passion. Take this opportunity, my inspirational quotes Li Dazhao's classic \lise in uplifting blend with the article\h a view on how to do well under the new situation of township and village leaders inspire and help, and also share with you. A good play to create iron shoulders strong arms, to assume the burden be passed; only specific qualities, will it be possible in specific areas to create a world. In my view, village chiefs in the new situation, we must first have five basic quality. One ambition is to pioneer. \handsome.\h-minded can stimulate the flow of momentum to become brave and persistent, become quiet and powerful. Township and village party \hin their respective jurisdictions, political stability and economic and social development issues, decisions and orientation depends to a large extentbecause of your. Everybody in village chiefs and the positions, both the trust of the masses, the Organization's trust, more ability to you, fully affirmed the moral and other qualities. Therefore, we must always maintain the historical mission and social responsibility, and our ideal tree rooted in the hard work of the soil, with indomitable spirit, indomitable courage to open up a new situation of villages and towns. To have a feeling of closeness to the second. \he people and country.\business foundation in the people's blood in the people power people. Advanced decisions of the party cadres to the feelings of the people is an eternal theme. Fan Zhong-yan, called \njoy comfort about others\Banqiao's also wrote a \a Chai lay listening to the rustling of bamboo, the suspect is suffering. Cao County officials, little my, a total turn off. \l official even has so feelings, alone we is to\ng \s of people servant does? we more should always hold with on people of deep feelings, heart Department masses of leading visited tea, care masses of emotions thoughts complained, always insisted put masses of interests put in first, consciously from itself do up, from small do up, from masses most care, and most directly, and most reality of interests problem grabbed, real do love for people by Department, and right for people by with, and Lee for people by conspiracy to. Three with the fame of mind. \hout serenity not go far.\s the sublimation of the soul. As ownship and village, be sure to maintain a normal state of mind, establish a correct viewpoint on power, position and values and Outlook, as fame is light like water, depending ... 50 km, also red and like hundreds of thousands of the KMT military combat, but he went on to collect a variety of newspapers and magazines, and then race against time to pore over. As long as the study of mind, it is not necessary to come to the library, workshops, into the villages, people learned farming techniques, problem-solving methods, participation in 分享一下我外贸管理方面的经验,昨天花一天搞完的.

关于睡康宁外贸部门相关外贸操作管理流程及海外发展战略筹划

随着中国加入世贸组织后,中国的经济不断的腾飞发展.各行各业在由原来量的竞争演变到了一个质的竞争时代,经过我对公司前期对公司产品的学习跟调研对相关生产能力,供应能力;内部管理;生产工艺流程;产品国内市场的销售趋势及相关中国家纺企业出口的比例,主要出口地区以及国外家纺业需求特性进行了深入性的调查了解.外贸部门又能在企业各部门中担任何种角色呢? 针对企业的现时特点,外贸部门制定了发展三步曲:

第一步曲:对企业的产品知识的掌握,及相关配套产品行业的了解

1) 对产品的基础知识的培训及深入学习,要深入的了解我们产品的特性,及产品所分的几大类.对产品的价格成本的构成要进行一些初步的学习.方便在各大交易展会等相关紧急情况下客户需要及时报价时进行初步性的估价.让客户对企业的品牌的意识得到根本性的信任和提高. 2) 对我们的竞争对手的优势及相关信息的分析,统计到了解.所谓取长补短,以了解对手成功的方案给我们的开拓之路进行参考.所谓”人非圣贤,谁能无过”谁都有可能犯错的可能,但能及时改正,纠正就能更快更有效的为企业调查路线.经常性的思考别人为什么能做到,我们为什么做不到?以经常提醒自己及时改变自己现时的错误观点.

3) 对床上用品未来海外市场发展方向的分析及相关的初步性的了解.针对相对中国几大品牌的海外市场我作了一个比较及相关的调查,了解到大部分成品出口到亚州名大地区的较多.其次是美州,欧洲或中东等地区.因为产品的定位,风格,规格等在一定的地区受到了相关文化的限制.所以在海外市场开拓这一块.还是具有相当竞争的空间.取决于企业的生产调配及应变能力. 4) 对家纺行业出口特殊需要的国家政策的了解.及相关出口认证,品牌注册,国外操作模式及涉及到的相关政府机关的初步性了解.为外贸工作更能顺利的开始打一个好的基础.对自主经营进出口格的实操申请方式进行了书面整理.及对相关的贸易公司,B2B商业网站(如,阿里巴巴,中国家纺网.中国制造网,福步商贸论坛等),搜索引擎的网站推广策划.企业中英文多国文字的网站完善进行了相关的前期的工作及后期的计划制定.

5) 对家纺行业的基本技能的完善及相关专业知识的提升.对产品的特殊方面的专业知识,特殊的工艺要求,面料,及成份和相关家纺行业的外贸专业知识要不断的进行积累我提高.要充分掌握到第个环节,及知识的重点.

第二步曲:外贸部门的管理流程,具体外贸操作流程及达成交易方式

1) 外贸部门07年的筹划编制,组织架构

1.外贸部门直属营销总监及总监办直接领导的一个体系.坚决按照企业自身能力要求及上级布置的营销方针执行操作外贸流程. 计划编制为十名，分配如下：

①、经理1名,负责部门的业务发展和管理，对肖总,刘总直接负责

②、业务人员1-2名 ,主要负责前期提供工作的安排,跟单.后期业务量提升的话,按地区进行配置业务员采取的是未尾淘汰制的管理.

③、客服1名,主要负责客户过来的投诉,意见的统计及回馈.及市场信息的收集,可兼部门行政工作.

④、单证员一名（随着业务量的发展，适当考虑增加一名）,主要负责报关及单证业务. ⑤、财务人员一名，协调业务及单证人员有关收汇、信用证及办理退税事宜。 2) 外贸主要的跟单业务流程:

conferences, learned superiors policies; reports, you can learn to deal with problems, art, just wanted to learn, to learn at any time. To continuously expand the scope of the study. The complexity and comprehensiveness of our work, decided to not only do we want to be \different areas of knowledge. Mastery of knowledge not only to have knowledge to rational analysis. This on requirements we, not only to learning national of route, and approach, and policy, also to learning national of legal, and regulations; not only to with political theory armed mind, also to with economic theory guide work; not only to read history, also to read history; not only to absorption SM of mirror, also to gets is of road; not only to from local learn, also to to outside learn; not only to to books learn, also to field study learn. Therefore, I would encourage you, and more to the outside world when I have time to take a look at, take a stroll, outside developments, learn other people's development approach, and then come back to guide our work. Second, we must think. \ng without thought to overshadow, thinking without learning is perilous.\of advancing with the times, forge ahead, often reflect themselves in adapting to the new situation on whether there are delays, have anything to fear in the reform and innovation, whether in terms of accelerating the development of a relaxation, keep promising State of mind. In order to do investigations, investigations is the road to heaven, God disposes of the base. To wants to real heard truth, and justice to truth, and get truth, received effectiveness, on must in-depth actual, and outreach, and in-depth masses, worship masses for Division, and masses heart, with masses with discussion everyone care of problem, listening they of calls, understand they of mood, feel they of suffering, summary they of experience, concentrated they of wisdom, especially on masses mosthope, and most urgent, and most worries, and most complained of hot, and difficulties and focus problem, more to active research, caught not put. Dare to innovate, in our work, often remain \d way doesn't work, the new approach would not\on, the reason, the key is that many people know that copying other people's ideas, mechanically, using someone else's old ways. To change this predicament, requires us to break the shackles of traditional concepts to overcome conservative, conformist, good at finding new problems and to accept new things, summarize new experience, new ideas, developing new programmes and Maverick, a new approach to solve problems, speed up development. Especially in implement superior policy spirit of process in the, both implementation, and cannot mechanically, to to extraordinary of courage and develop enterprising of spirit, put flexibility and principle combined up, put superior of spirit and local reality combined up, Yong conspiracy to breakthrough of policy, and exercise innovation of lift, developed out development works of, and grass-roots welcomes ofdifficult, not hating; blueprints, not rhetoric; words and simple, but full of love, truth, passion, entrepreneurial passion. Take this opportunity, my inspirational quotes Li Dazhao's classic \lise in uplifting blend with the article\h a view on how to do well under the new situation of township and village leaders inspire and help, and also share with you. A good play to create iron shoulders strong arms, to assume the burden be passed; only specific qualities, will it be possible in specific areas to create a world. In my view, village chiefs in the new situation, we must first have five basic quality. One ambition is to pioneer. \handsome.\h-minded can stimulate the flow of momentum to become brave and persistent, become quiet and powerful. Township and village party \hin their respective jurisdictions, political stability and economic and social development issues, decisions and orientation depends to a large extentbecause of your. Everybody in village chiefs and the positions, both the trust of the masses, the Organization's trust, more ability to you, fully affirmed the moral and other qualities. Therefore, we must always maintain the historical mission and social responsibility, and our ideal tree rooted in the hard work of the soil, with indomitable spirit, indomitable courage to open up a new situation of villages and towns. To have a feeling of closeness to the second. \he people and country.\business foundation in the people's blood in the people power people. Advanced decisions of the party cadres to the feelings of the people is an eternal theme. Fan Zhong-yan, called \njoy comfort about others\Banqiao's also wrote a \a Chai lay listening to the rustling of bamboo, the suspect is suffering. Cao County officials, little my, a total turn off. \l official even has so feelings, alone we is to\ng \s of people servant does? we more should always hold with on people of deep feelings, heart Department masses of leading visited tea, care masses of emotions thoughts complained, always insisted put masses of interests put in first, consciously from itself do up, from small do up, from masses most care, and most directly, and most reality of interests problem grabbed, real do love for people by Department, and right for people by with, and Lee for people by conspiracy to. Three with the fame of mind. \hout serenity not go far.\s the sublimation of the soul. As ownship and village, be sure to maintain a normal state of mind, establish a correct viewpoint on power, position and values and Outlook, as fame is light like water, depending ... 50 km, also red and like hundreds of thousands of the KMT military combat, but he went on to collect a variety of newspapers and magazines, and then race against time to pore over. As long as the study of mind, it is not necessary to come to the library, workshops, into the villages, people learned farming techniques, problem-solving methods, participation in ①.前期接触 1.询价 2.报盘 3.还盘

4.再报价,特殊情况需向部门经理请示 ②.成交

1.做P/I,需副总审核,交货期与生产部门沟通后确定 2.传客户签字确认

3.确认后复印交财务及总监留底 4.由总监安排基地生产或外派准备 ③.催订金

1.根据P/I的付款条件催定金 1.1T/T:催客户汇出定金 1.2收到客户银行水单(传真件) 1.3交财务查款

1.4收到财务收款确认函,通知总监 2.根据P/I的付款条件催定金 2.1L/C:催客户开具信用证 2.2 L/C副本 2.3确认L/C

2.4收到财务收款确认函,通知总监收到财务收款确认函,通知总监 ④.下单生产 1.开具生产订单 2.交财务签字确认 3.交业务,下单生产 ⑤.出货

1.业务提出出货单,由外贸经理审核付款情况 2.船务提出订舱确认书 3.签出货单,出货 ⑥. 收余款、放单

1.1T/T:船务交提单复印件 1.2传真至客户催余款 1.3收到客户水单,交财务查帐 1.4收到财务收款确认函,签发放单函 1.5放单

2.1L/C:提交全套单据至银行议付 2.2银行收单议付 2.3交财务查帐

2.4收到财务收款确认函,签发放单函 2.5放单 ⑦. 核销单

注:其中涉及到相关的产地证,CE认证,出口配额等证单类及工作细分,类具可参考部门流程管理文件.

conferences, learned superiors policies; reports, you can learn to deal with problems, art, just wanted to learn, to learn at any time. To continuously expand the scope of the study. The complexity and comprehensiveness of our work, decided to not only do we want to be \different areas of knowledge. Mastery of knowledge not only to have knowledge to rational analysis. This on requirements we, not only to learning national of route, and approach, and policy, also to learning national of legal, and regulations; not only to with political theory armed mind, also to with economic theory guide work; not only to read history, also to read history; not only to absorption SM of mirror, also to gets is of road; not only to from local learn, also to to outside learn; not only to to books learn, also to field study learn. Therefore, I would encourage you, and more to the outside world when I have time to take a look at, take a stroll, outside developments, learn other people's development approach, and then come back to guide our work. Second, we must think. \ng without thought to overshadow, thinking without learning is perilous.\of advancing with the times, forge ahead, often reflect themselves in adapting to the new situation on whether there are delays, have anything to fear in the reform and innovation, whether in terms of accelerating the development of a relaxation, keep promising State of mind. In order to do investigations, investigations is the road to heaven, God disposes of the base. To wants to real heard truth, and justice to truth, and get truth, received effectiveness, on must in-depth actual, and outreach, and in-depth masses, worship masses for Division, and masses heart, with masses with discussion everyone care of problem, listening they of calls, understand they of mood, feel they of suffering, summary they of experience, concentrated they of wisdom, especially on masses mosthope, and most urgent, and most worries, and most complained of hot, and difficulties and focus problem, more to active research, caught not put. Dare to innovate, in our work, often remain \d way doesn't work, the new approach would not\on, the reason, the key is that many people know that copying other people's ideas, mechanically, using someone else's old ways. To change this predicament, requires us to break the shackles of traditional concepts to overcome conservative, conformist, good at finding new problems and to accept new things, summarize new experience, new ideas, developing new programmes and Maverick, a new approach to solve problems, speed up development. Especially in implement superior policy spirit of process in the, both implementation, and cannot mechanically, to to extraordinary of courage and develop enterprising of spirit, put flexibility and principle combined up, put superior of spirit and local reality combined up, Yong conspiracy to breakthrough of policy, and exercise innovation of lift, developed out development works of, and grass-roots welcomes ofdifficult, not hating; blueprints, not rhetoric; words and simple, but full of love, truth, passion, entrepreneurial passion. Take this opportunity, my inspirational quotes Li Dazhao's classic \lise in uplifting blend with the article\h a view on how to do well under the new situation of township and village leaders inspire and help, and also share with you. A good play to create iron shoulders strong arms, to assume the burden be passed; only specific qualities, will it be possible in specific areas to create a world. In my view, village chiefs in the new situation, we must first have five basic quality. One ambition is to pioneer. \handsome.\h-minded can stimulate the flow of momentum to become brave and persistent, become quiet and powerful. Township and village party \within their respective jurisdictions, political stability and economic and social development issues, decisions and orientation depends to a large extentbecause of your. Everybody in village chiefs and the positions, both the trust of the masses, the Organization's trust, more ability to you, fully affirmed the moral and other qualities. Therefore, we must always maintain the historical mission and social responsibility, and our ideal tree rooted in the hard work of the soil, with indomitable spirit, indomitable courage to open up a new situation of villages and towns. To have a feeling of closeness to the second. \he people and country.\business foundation in the people's blood in the people power people. Advanced decisions of the party cadres to the feelings of the people is an eternal theme. Fan Zhong-yan, called \njoy comfort about others\Banqiao's also wrote a \a Chai lay listening to the rustling of bamboo, the suspect is suffering. Cao County officials, little my, a total turn off. \l official even has so feelings, alone we is to\ng \s of people servant does? we more should always hold with on people of deep feelings, heart Department masses of leading visited tea, care masses of emotions thoughts complained, always insisted put masses of interests put in first, consciously from itself do up, from small do up, from masses most care, and most directly, and most reality of interests problem grabbed, real do love for people by Department, and right for people by with, and Lee for people by conspiracy to. Three with the fame of mind. \-indifferent not insist your dream, without serenity not go far.\s the sublimation of the soul. As ownship and village, be sure to maintain a normal state of mind, establish a correct viewpoint on power, position and values and Outlook, as fame is light like water, depending ... 50 km, also red and like hundreds of thousands of the KMT military combat, but he went on to collect a variety of newspapers and magazines, and then race against time to pore over. As long as the study of mind, it is not necessary to come to the library, workshops, into the villages, people learned farming techniques, problem-solving methods, participation in 2) 外贸主要达成交易的方式 1.各大家纺专业性的展销会及交流会

2.通过自己网站的建设及国外搜索引擎的推广 3.通过宣传媒体,宣传到位自己上门的客户

4.通过外贸网站及其它海外媒体杂志投放等方式获得的客户

5.通过在一些知名的布行,外贸公司等相关地方发放的宣传资料所得来的客户 第三步曲:针对睡康宁提出的具体海外市场拓展筹划&07年工作开展计划

1).针对前期对产品培训及对生产能力,销售状况及对针对性的国内一些家纺企业的外贸数据统计,结合本企业现有的特点.总结出睡康宁针对以品牌结合OEM(贴牌)的方式来开拓国外市场理念.

考证:具我目前市场上的明确数据调查,及参考网络数据显示家纺业在外贸上具有着比一些行业更大的优势跟空间.

1.目前国内的家纺主要出口的国家为东南亚,中东,台湾等地区

因为像以上这些地区,基本上以亚州为中心的地区,形成主要的出口,像韩国,日本,台湾,等一些东南亚地区.原因是每个公司工厂所开发的产品的特色只有这些地区才可消化.而一个企业,要有足够的转变能力及开发能力及配套的生产控制能力才可以控制瞬息万变的市场. 2.经过网络及相关参加过展会人土的调查数据所得,其实,美国,欧洲等一些东欧国家具有更大的采购能力.

经过我通过一些外贸专业的论坛,国外的一些家纺网及一些参加过多届展会的朋友经验分享了解到.目前的形势之所以这样是因为国内的大部分企业不具有强大的应变能力及生产开发能力,而且大部分都为作坊式的企业.质量也相对达不到国际采购水准的要求.所以造成了失败的原因.

综合:根据以上的原因,及我所调查到的睡康宁现有的生产能力及配备状况,结合本企业的特点及总经理的品牌发展战略意识我整理出一套适合本企业可行的开拓方案. 第一步

申请自主经营进出权通过这样的方式实现名利双收,一可提升国内品牌,二可方便日后发展开拓海外市场及为把品牌推向海外的目标作下一个很好的铺垫.至于注册商标及其它的配套可根据发展状况分步进行,不宜太快投入大量资金不如用于自身提升生产,研发与市场开拓的应变能力. 第二步

计划明年现实参加国内展销会.逐步现实能通过国内展销会进行实际拿单外贸操作.对所有的客户进行统计,归类,登记,分析.在时机成熟的时候, 逐步现实上国外展销会,把我们的产品推向国际的舞台.利用这个时间对国个针对性代表性的地区进行充足的考查,取资料,收集信息.回国后可统计,针对性的开发出适合某个地区范围的特色产品.同样也辅助提升了国内品牌的效应.同时针对性的对培养重点客户以了解到及时的周边市场的讯息.为开发国际市场作铺垫.

第三步

吸引世界各地的家纺设计开发专家的加入.以上两点足可以提升我企业的生产配套能力的形成.可以更好,更全面的集中了家纺专业方面的有经验,有能力的人才.因为企业聚集人才就是聚集着财富聚集着能量,所以人才是一个企业的心脏.就此大力发展企业的市场开拓能力及大步提高产品配套设计开发能力.提高自己企业的品牌自理能力. 第四步

当一个企业发展一定的时候.给顾客所能提供的就是最快最好的服务及质优价

conferences, learned superiors policies; reports, you can learn to deal with problems, art, just wanted to learn, to learn at any time. To continuously expand the scope of the study. The complexity and comprehensiveness of our work, decided to not only do we want to be \different areas of knowledge. Mastery of knowledge not only to have knowledge to rational analysis. This on requirements we, not only to learning national of route, and approach, and policy, also to learning national of legal, and regulations; not only to with political theory armed mind, also to with economic theory guide work; not only to read history, also to read history; not only to absorption SM of mirror, also to gets is of road; not only to from local learn, also to to outside learn; not only to to books learn, also to field study learn. Therefore, I would encourage you, and more to the outside world when I have time to take a look at, take a stroll, outside developments, learn other people's development approach, and then come back to guide our work. Second, we must think. \ng without thought to overshadow, thinking without learning is perilous.\of advancing with the times, forge ahead, often reflect themselves in adapting to the new situation on whether there are delays, have anything to fear in the reform and innovation, whether in terms of accelerating the development of a relaxation, keep promising State of mind. In order to do investigations, investigations is the road to heaven, God disposes of the base. To wants to real heard truth, and justice to truth, and get truth, received effectiveness, on must in-depth actual, and outreach, and in-depth masses, worship masses for Division, and masses heart, with masses with discussion everyone care of problem, listening they of calls, understand they of mood, feel they of suffering, summary they of experience, concentrated they of wisdom, especially on masses mosthope, and most urgent, and most worries, and most complained of hot, and difficulties and focus problem, more to active research, caught not put. Dare to innovate, in our work, often remain \d way doesn't work, the new approach would not\on, the reason, the key is that many people know that copying other people's ideas, mechanically, using someone else's old ways. To change this predicament, requires us to break the shackles of traditional concepts to overcome conservative, conformist, good at finding new problems and to accept new things, summarize new experience, new ideas, developing new programmes and Maverick, a new approach to solve problems, speed up development. Especially in implement superior policy spirit of process in the, both implementation, and cannot mechanically, to to extraordinary of courage and develop enterprising of spirit, put flexibility and principle combined up, put superior of spirit and local reality combined up, Yong conspiracy to breakthrough of policy, and exercise innovation of lift, developed out development works of, and grass-roots welcomes of